Enterprise Account Executive, Brazil

📋 Description

• • As an Enterprise Account Executive for Brazil at Okta, you will be at the forefront of driving digital transformation for some of the largest organizations in the region. Reporting directly to the LATAM Area Sales Director, Enterprise Sales, your primary mission will be to manage and grow a portfolio of enterprise clients, defined as companies with over 2000 employees. This role is a unique blend of hunting for new business logos and nurturing existing customer relationships to foster expansion and deepen Okta's footprint within their organizations.
• • You will be instrumental in developing and executing a strategic vision and actionable plan to consistently generate net new logo pipeline within the Brazilian market. Your success will be measured by your ability to meet and exceed Annual Recurring Revenue (ARR) targets, contributing significantly to Okta's year-over-year growth. This requires a dedicated focus on achieving sales objectives and adhering to critical deadlines, ensuring predictable and repeatable bookings.
• • Your responsibilities will extend to crafting and implementing sophisticated sales strategies and tactics designed to identify, pursue, and close sales opportunities within your assigned enterprise accounts. You will be expected to "land, adopt, expand, and deepen" your engagement with these clients, ensuring they derive maximum value from Okta's identity and access management solutions.
• • A key aspect of this role involves understanding the intricate organizational structures of enterprise clients. You will need to explore and cultivate relationships across the entire client org chart, identifying key stakeholders, understanding their business challenges, and positioning Okta as a strategic partner.
• • You will be encouraged to become a recognized thought leader within the identity and access management space, specifically concerning Okta's comprehensive platform. This involves staying abreast of industry trends, understanding competitive landscapes, and effectively communicating Okta's value proposition.
• • As you build and expand relationships, you will learn to orchestrate complex deals involving diverse business stakeholders, navigating procurement processes, and aligning technical and business requirements.
• • A fundamental tenet of this role is Okta's core value: "Always Love Our Customers." You will embody this principle by prioritizing customer success, building trust, and ensuring a positive and impactful experience for every client.
• • You will be empowered to leverage Okta's extensive network of channel partners and alliances to identify and unlock new, previously untapped business opportunities. This collaborative approach is crucial for expanding market reach and driving incremental revenue.
• • Working collaboratively is essential. You will act as a team player, ensuring the most efficient use and deployment of internal resources. This includes providing timely and insightful feedback to various corporate functions, such as product development, marketing, and customer success, to help shape Okta's offerings and strategies.
• • You will master the art of positioning Okta not just at a functional level, but more importantly, at a "business value" level. This means articulating how Okta's solutions directly contribute to the client's strategic business objectives, such as improving security, enhancing user productivity, and driving digital transformation initiatives.
• • You will be a champion for Okta, enthusiastically presenting our solutions during sales presentations, site visits, and product demonstrations. Your passion and expertise will be key in winning over prospective clients.
• • Building strong, effective working partnerships with your Okta colleagues is paramount. This includes collaborating closely with sales engineers, business value managers, customer success teams, and channel partners globally, approaching these interactions with humility and enthusiasm to achieve shared goals.
• • You will be responsible for managing the sales cycle from lead generation to closing, including forecasting, pipeline management, and contract negotiation, all while maintaining a high level of professionalism and customer focus.